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Mastering business negotiation : a working guide to making deals and resolving conflict / Roy J. Lewicki, Alexander Hiam.

By: Contributor(s): Material type: TextTextPublication details: San Francisco : Jossey-Bass, a Wiley Imprint, c2006.Edition: 1st edDescription: viii, 303 p. : ill. ; 24 cmISBN:
  • 0787980994 (cloth)
Subject(s): DDC classification:
  • 658.4/052 22
LOC classification:
  • HD58.6 .L496 2006
Contents:
The negotiation imperative -- The flexibility of the master negotiator -- Getting ready to negotiate -- The art of the master competitor -- Executing a competitive negotiation -- Mastering the art of collaboration -- Mastering the art of compromise -- Mastering accommodation and avoidance strategies -- Three (or more) is a crowd : mastering multiparty negotiations -- Mastering the framing process in negotiation -- Mastering the power and influence process -- Mastering personal negotiations.
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Holdings
Item type Current library Collection Call number Copy number Status Date due Barcode
Books Books MAIN General AUE Library Collection HD58.6 .L496 2006 (Browse shelf(Opens below)) 1 Available 10049051

Includes bibliographical references and index.

The negotiation imperative -- The flexibility of the master negotiator -- Getting ready to negotiate -- The art of the master competitor -- Executing a competitive negotiation -- Mastering the art of collaboration -- Mastering the art of compromise -- Mastering accommodation and avoidance strategies -- Three (or more) is a crowd : mastering multiparty negotiations -- Mastering the framing process in negotiation -- Mastering the power and influence process -- Mastering personal negotiations.

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